Your Salesman (Part II)
Education – Is your salesman involved in pursuing education? While the company owner might require that he take certain courses, you need to know whether or not he is pursuing knowledge on his own. After all, you are, right? During the course of a day, you can tell whether or not someone wants to learn. Is your salesman out there asking questions to you and the other technicians? You can get a feel for this by watching how he interacts with others.
Sense of urgency – This is related to how hungry he is. Does he show a sense of urgency when it comes to customers and his coworkers? Do you get the feeling that he cares and wants to take care of customers?
Follow up – This one is easy. Without even trying you’ll hear about your salesman not getting back to customers. If you open your ears to this topic within your company, you might get more than you wanted to know. Bonus point: if you’re hearing about your salesman not getting back to people, then most likely he is neglecting another kind of follow up that you typically don’t hear about, but is crucial for building a flourishing customer base.
Creating own leads – Take this one with a grain of salt. It might be that your salesman has all the leads he can handle from within the company. It’s always a good sign however, when your salesman is bringing in his own customers.
Working with your salesman - We’ll be visiting more on this topic in the future. For now, start with basics. The right thing to do is to help and support your salesman with the things that you can.
